Palo Alto Networks Manager, Business Value Services in San Francisco, California
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.
The Manager, Business Value Services is a critical member of Palo Alto Networks' sales organization. This individual will serve as a business value subject matter expert and cross-functional team member in key sales pursuits. The business value program is a consultative program where we engage with Fortune 1000 customers and deliver a structured analysis of their business focused on cybersecurity and digital transformation opportunities.
Build and deliver business value proposals showing the value created for the customer’s business based on Palo Alto Networks solutions
Personally participate and lead cross-discipline, multi-LOB engagement teams with our customers and senior Palo Alto Networks experts from sales, pre-sales, consulting, and solution architecture; working to shape and drive large cyber security and digital transformation proposals
Facilitate cross-functional discovery sessions to identify and prioritize key business value drivers
Participate in engagements building and delivering strategic roadmaps and supporting business cases that enable customers to address critical business priorities
Develop strong relationships with field sales and presales leaders, co-developing pursuit priorities and strategies
Provide coaching to team members by leveraging knowledge, consulting skills, experience, and analytical capabilities in identifying key C-level strategic issues, assessing existing process capabilities, and developing business cases for IT and security transformation objectives
Contribute to team thought leadership by consistently synthesizing customer experiences into reusable content and frameworks
Create industry and Palo Alto Networks solution specific value selling tools, programs, and initiatives for use in our sales, alliances, and marketing organizations
Support value-selling training activities across the sales ecosystem
Proven background in value-based technology selling or consulting
Knowledge of business-related IT and OT challenges and solutions including cybersecurity, business applications, systems, and business process integration
Demonstrated ability to learn quickly and participate on projects with varied industry and business imperative focus
Sufficient knowledge of data center operational technology process and cybersecurity standards
Proven ability to build consensus and lead in a virtual team environment
Exceptional business problem solving aptitude combined with strong interpersonal skills
Deep financial modeling, benchmarking and quantitative skills and experience developing and defending large-scale capital appropriation requests
Experience with risk assessment, especially cyber risk is preferred
Outstanding oral and written presentation communication skills, you will frequently be presenting to C-Level audiences
5-7+ years of experience in information technology with emphasis on business applications, middleware / database technology, data center management and security for leading companies
Exposure to and understanding of business issues within target industries including Financial Services, Public Sector, Retail, Healthcare, Communications or Manufacturing
Experience with a premier consulting firm focused on strategic IT consulting or implementation roles preferred
MBA from a top-rated business school and an undergraduate degree in a quantitative field preferred
Extensive successful field experience working in sales, pre-sales, or consulting with a proven track record of managing virtual and direct teams
Proven ability to influence customers
Proven background in value based technology selling or consulting
We work hand-in-hand with organizations around the world as they move to transform their cybersecurity environment. As part of our team, you will become a trusted partner of our customers, helping them shape their strategic security technology direction.
You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone assists when it comes to solution selling, learning, and development.
All your information will be kept confidential according to EEO guidelines.